Rapid Baseline Assessment

 

Overview

The purpose of doing a baseline assessment is to understand how interconnected your commercial process is, figure out your strengths, understand and prioritize the barriers preventing your from success, and then determining where you are wasting resources. With a commercial ratio so low and a market in such high disruption, finding obvious, low hanging fruit will only require a light weight, accelerated assessment. We can perform this analysis within 2-4 weeks.

We will pay attention to these three things

  1. Your strengths. We will interview your top customers and determine what value they see in business relationships with your firm and your top salespeople so we can learn their perspectives. By combining these two data points we will have a firm understanding of your firms potential economic value.

  2. Your pipeline mechanism. Over the past 20 years, we’ve build an assumptive driving model that factors in a variety of cause and effect relationships to help us rapidly and accurately diagnose and priorities the most common barriers preventing any sales team from being successful. In a matter of a few days we will have a clear picture of the biggest obstacles preventing our team from succeeding.

  3. Your hidden costs. We collaborated with several CFOs and applied activity-based costing principles to build a highly accurate model to assess the hidden costs of sales. After calibrating our assumptions with your finance team, within days we will have a picture of your cost structure. The goal of the baseline analysis is to: Understand and prioritize value Define the levers to pull that will yield the most results Identify waste that can be pockets and or reinvested for better use

 

The goal of the baseline analysis is to:

  1. Understand and prioritize value

  2. Define the levers to pull that will yield the most results

  3. Identify waste that can be pockets and or reinvested for better use

Here are the top three actions for each of the enablement types

 

The baseline will also reveal which type of sales enablement function will have the most results.

 

Talent Enablement

  1. Design executive buyer empathy training for a and b reps exclusively

  2. Radically simplify and streamline all course material

  3. Create cohorts of like batches of salespeople and develop virtual workgroups to all them to learn together.

Resource Allocation

  1. Model out the agreement network and define the messaging required to help sales people gain internally agreement.

  2. Migrate from persona messages to creating role map

  3. Build value maps and envisioning stories to help sale people have better first conversations with executive buyers.

 

Organizational Enablement

  1. Audit all polices, procedures, and data entry forms and strip out as much details are possible.

  2. Create decision-making and accountability models and make sure decisions get made.

  3. Develop operating models to ensure alignment across organization function and smooth out areas of friction.

Pipeline Enablement

  1. Develop a pipeline forensic team that inspects the health of opportunities and helps move them through stages.

  2. Develop a tiger team to identify gaps in the middle of the funnel and create a procedure to accelerate helping clients gain a shared buying vision.

  3. Create new steps and procedures to empower sales people to enable their sponsors to envision new ways of working with us.